5 Tips to Establish Credibility

We live in an age of mistrust. The results of a recent Persuasion Institute study say that just 12 percent of audience members said they trusted the persuaders while 88 percent of persuaders felt they'd established trust with their audience. Kurt Mortensen, who founded the Persuasion Institute, says it is safer to assume your prospects "lump you in with the rest of the world that they don't trust." Here are five more ways you can establish credibility, which is giant step forward in establishing trust. 1. Admit weakness — Nothings perfect. Prospects know your company and your product are weak in some areas. Turn a perceived weakness into a desired benefit. For instance, if your agency doesn't have a big staff, point it out. Then point out how your clients feel like they are treated with a personal touch. 2. Borrow credibility… With endorsements or recommendations. Who has credibility with your prospect and would be willing to call and introduce you? 3. Stay positive — When you bad-​mouth the competition, your credibility heads south. Sure, there are some instances where a prospect needs to be warned about the competition; in these cases, provide ways for the prospect to discover the problem for themselves. 4. Subtly reveal qualifications — If you have expertise, education, experience, or other qualifications that make you an expert in an area, find ways to reveal it without coming across as a braggart. 5. Stay calm ‑Have you ever seen a highly successful CEO or lawyer rushed and flustered? They are always composed, even in the middle of a crisis. Likewise, sales professionals who stay calm and poised come across as highly competent and credible. Source: http://​www​.sellingpower​.com

C. Lee Smith

C. Lee Smith

CEO and Founder at SalesFuel
C. Lee Smith is the President/​CEO of SalesFuel — a firm he founded in 1989. He was named one of the 14 Leading Sales Consultants by Selling Power magazine in 2018. Lee is the creator of the AdMall® and SalesFuel COACH™ SaaS platforms. He is also a Gitomer Certified Advisor, expert on the Sales Experts Channel and a C‑Suite Network Advisor.
C. Lee Smith


CEO of @SalesFuel | Bestselling Author of "SalesCred" and "Hire Smarter, Sell More!" | Keynote Speaker | Certified Behavioral Analyst | Sales Credibility Expert
Excited to join this awesome panel. Panel Discussion: So, You’re Hiring Again? Today! 1:20–1:50pm… https://t.co/WNatNbmM7c — 3 days ago
C. Lee Smith